Rules of Engagement in Enterprise Software Sales

Question

Curious to find out about everyone's rules of engagement when it comes to ABM in the enterprise. For example, if Mike has been pursuing Danaher (conglomerate), should Jennifer be allowed to prospect one of their subsidiaries?

Premise:

There is no active deal/opportunity with Danaher today.

Premise:

There is no active deal/opportunity with Danaher today.

Accepted Answer

for sake of simplicity, Who ever owns the parent account should own all subsidiaries.

Answer

Every org does it different. I've worked at some where whomever owns the parent owns all the subsidiaries, and others where the subsidiaries are all owned by reps in region. I think the former model is better, since it allows for larger deals to be crafted across the whole org.

However, having sold to danaher many moons ago I think they subs all act independently.

Answer

Depends. Are there rules about where the HQ is based?

Answer

Needs to be set and stuck to, but IMO if it’s a sub it should align to the AM on the parent account.

Answer

Whoever owns the parent, has its children too.

Answer

Here at my organization, just as @antiASKHOLE said….it’s whoever owns to account. They get all subs and entities.

Answer

For us, whoever owns the parent company, owns all the subsidiaries. However, if we find out the subsidiaries can purchase tech on their own we'll assign each subsidiary separately

timetovalue

Rules of Engagement in Enterprise Software Sales

7 comments

timetovalue

Rules of Engagement in Enterprise Software Sales

7 comments

Related posts

Enterprise Sales for Hackers

MEDDIC Qualification for enterprise sales

Help a unicorn SDR out: Comcast Enterprise Sales Academy